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Distributor Sales Rise 5.2% In 2012
Ad specialty industry distributors increased their revenues by 5.2% in 2012, reaching total sales of $19.4 billion, according to data released today by ASI. In addition, in the fourth quarter of last year, industry sales rose 5.1%, marking the twelfth consecutive quarter of growth. "The state of the economy seems like it has leveled off from the challenges of prior years," said Dave Thompson, CEO of Counselor Top 40 distributor National Pen (asi/281040). "The fact that we had an election was also certainly a positive factor in driving sales in general."

More than one-half (51%) of survey respondents reported an increase in sales in the fourth quarter of 2012 compared to Q4 of 2011, with the largest distributors enjoying the greatest gains. Small firms (annual sales of $250,000 and under) reported an average Q4 sales increase of 1.8%, while medium-size distributors ($250,001-$1 million) reported an average revenue jump of 6.6%. Firms with annual revenues of more than $1 million reported an average Q4 2012 sales increase of 6.8%.

"We had a great year in 2012," said Mitch Mounger, president of multimillion-dollar distributor Sunrise Identity (asi/339206). "In fact, we had our best year ever, both in terms of top line revenue and bottom line profit. We were up over 11% for the year. Many companies that were holding back began to increase their marketing spend in 2012 – finally."
Distributors are fairly optimistic about sales for 2013, although they're not as hopeful today about revenue gains as they were at this time last year. More than two-thirds (67.1%) of all distributors expect their sales this year will be higher than their sales in 2012. However, in 2012, 77.1% of all distributors expected an increase in sales for the year. The largest distributors are the most bullish about 2013, with 72.1% anticipating higher revenues.

"I believe the industry is in for a slightly greater improvement in 2013 as the economy continues to improve," said Marc Simon, CEO of Counselor Top 40 distributor Halo Branded Solutions (asi/356000). "I expect Halo's sales to increase by approximately 10%."

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California To Add BPA To Prop 65 List
The California Environmental Protection Agency has announced plans to add plastic additive bisphenol A – commonly known as BPA – to a state-maintained list of cancer-causing chemicals. The agency has also proposed a maximum allowable daily dosage of 290 micrograms for BPA exposure. If a product exceeds that limit, manufacturers would be required to place a warning label on the item.

California officials must maintain a list of hazardous chemicals to comply with the state’s Safe Drinking Water and Toxic Enforcement Act of 1986, also called Proposition 65. The law aims to protect sources of drinking water from toxic substances that cause reproductive harm or cancer. Before BPA can be formally added to the list, a 30-day comment period, which began January 25, must lapse.

This is not the first time California has considered naming BPA a reproductive hazard. In 2009, a state panel of experts determined there wasn’t enough evidence to prove the chemical was dangerous. Since then, however, a number of studies have linked BPA to birth defects, prostate cancer, breast cancer and even heart disease.

For the last several years, advocacy and trade groups like the National Resources Defense Council and the American Chemistry Council have sparred over the health effects of BPA. Scientists remain divided over BPA’s risks, but public perception has forced many manufacturers to eliminate the chemical from items. BPA has been used primarily in plastic bottles and the linings of canned foods since the 1960s.

Delta Apparel Names New President, Reports Record Revenue
Supplier firm Delta Apparel (asi/49172) has named Steven Cochran as its president and chief operating officer, effective immediately. Cochran joined Delta Apparel in 2010 as president of the Delta Activewear operating unit with responsibility for its catalog and FunTees businesses. He also held various positions within the company, including responsibility for a variety of operating units.

Prior to joining Delta, Cochran served as president of the Image Apparel Division of VF Corp., and he began his career with Top 40 distributor firm Cintas (asi/162167). Cochran's promotion was approved by Delta's board on January 23, and in its announcement of the appointment, the company said that Robert Humphreys will continue as Delta Apparel's chairman and CEO.

Delta Apparel (NYSE: DLA) is a publicly-traded wholesale apparel supplier. The company reported earlier this week that it generated record revenues for its fiscal 2013 second quarter and first six months ended December 29, 2012. It realized net sales for its fiscal 2013 second quarter of $107 million (a 1.2 % increase over the same period in 2012) and for the first six months of fiscal 2013, its sales increased 3.4% to $237 million. Delta also affirmed its revenue guidance for its full-year fiscal 2013, saying that it expects to record net sales between $500 million and $510 million.

"While the economic outlook in the U.S. continues to lack certainty, current demand for our products is firm," said Humphreys, in a statement, "and we believe we can meet our sales and earnings expectations in each of the two remaining quarters of fiscal 2013."

Counselor's How-To Minute: Conduct Customer Surveys
In a video report, Counselor presents a business strategy video each week that focuses on how distributor firms can overcome a specific challenge, make a key decision or rise to the occasion on an opportunity in front of them. In this episode: How to effectively survey clients.

Is it smart to survey all of your customers at once or target specific groups? What types of questions should you ask? How can you improve response rates? Check out the video for information you can use.

In a quick, minute-long video, Counselor Senior Editor Dave Vagnoni walks viewers through three simple steps they can take to get the most out of customer surveys. Click here to watch.

The Joe Show: Play Ball!
In this episode of The Joe Show, Managing Editor Joe Haley showcases a host of products that’ll help you jazz up your 2013 promotional campaigns. Looking for a great item to tie into the start of baseball season? Need an idea to pitch to libraries and museums? Searching for an incentive gift that’s perfect for resorts and travel agencies? Check out the video.

SBA Unveils Affordable Care Act Website
The U.S. Small Business Administration (SBA) has launched a new website designed to help business owners understand the Affordable Care Act, a law commonly referred to as Obamacare. The site, www.sba.gov/healthcare, breaks down the key provisions of the Act based on business size in five different categories.

The new site also includes a glossary of key terms, information about tax provisions, an interactive timeline detailing when individual reforms will be implemented and a state-by-state summary of health-care options. To convey related updates, the SBA is providing a complementary blog as well, titled the Health Care Business Pulse, available at www.sba.gov/blog.

ASI Radio: Turn Clients Into Advocates
On Tuesday’s ASI Internet Radio Show, the hosts gave callers advice on how to consistently earn referrals from customers. What incentives will always get clients in your corner? Can partnering with clients on marketing efforts actually boost your bottom line? What kinds of services can you offer that clients won’t expect, but will greatly appreciate?

Click here to listen to the call-in segment from Tuesday’s show. And, don’t forget to join us on Tuesday, February 5, for our next broadcast. Log on to www.asicentral.com/radio at 10:30 a.m. ET to check it out.

Counselor Hot List Nominations Are Open
Are you doing something unique, hip, fun or trendy in the industry right now? Do you know somebody who is?

Counselor is looking for nominations of people for its annual Hot List. We’re on the lookout for anyone in the industry who is taking an interesting approach to business, shaking up the status quo or simply networking like a maniac at all hours of the night. We’re in search of those people who are making the industry a unique marketplace that’s fun and energetic.

Send an e-mail by Friday, February 1, to Karen Akers at kakers@asicentral.com explaining why your nominee should be recognized on Counselor’s Hot List. And, please make sure to include a picture of the person you’re nominating.

Suppliers: Nominate Now For Product Design AwardsCounselor magazine is looking for innovative products for its Product Design Awards competition. Suppliers are invited to nominate their favorite eye-catching products in the following categories:

In order to enter, please submit the following: a sample of the product (We recommend that the product be exclusive to the supplier that is submitting it, although this is not a requirement); a brief description of the product, including any special features; and the category that the product should be considered for.

There is a limit of one submission per category, per company. Please note that only products from North American suppliers will be considered and that submissions will not be returned unless specifically requested. Items that were entered in previous Counselor Product Design Awards competitions will not be considered. Please send all entries to: Karen Akers, Awards Editor, Counselor Magazine, 4800 Street Road, Trevose, PA 19053.

Questions? E-mail Karen Akers at kakers@asicentral.com. All submissions will be judged on the following areas: design appeal, functionality and the ability to attractively feature a logo (when appropriate).

In The News
Apothecary Products (asi/36545) has announced that its Meal Measure Portion Control Plate was featured on ABC's "The Chew." Visit http://abc.tv/WyKQAE to watch the entire video clip.

Eversole Run (asi/53040) is now being represented by Lee Pearson & Associates in FL, GA, AL, TN, NC and SC.

Halo Branded Solutions (asi/356000) recently presented its awards for 2012 Supplier of the Year and 2012 Supplier Representative of the Year at the Las Vegas Four Seasons Hotel. Gold Bond Inc. (asi/57653) was named Supplier of the Year, and Heather Nigh, Southwest field sales manager for Polyconcept, was named Supplier Representative of the Year.

Richardson Seating Corp. (asi/82365) was recently featured on FOX Business as part of a durable goods sales segment. Visit http://bit.ly/WBYm3v and watch the interview with Scott Lichtenstein, president of Richardson Seating Corp.

Superex (asi/90231) has completed its network of representation throughout the U.S. and Canada with the appointments of Mark Fulwider of Wesco Marketing, who will cover northern CA and northern NV, and Kenneth Cecco of Kenneth Cecco & Associates, who will be responsible for the Mid-Atlantic, including NJ, PA, DE, MD, WV and Washington, DC.

People On The Move
Garyline (asi/55990) has appointed David Granetz as its new Southeast regional manager. He will be responsible for the region from southern NJ to FL.

Top Brands, Inc. (asi/91455) has promoted Jody Running to the position of vice president of sales.

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ASI Dallas, the largest industry event in the Southwest, starts next week and you need to be there!

From an action-packed show floor featuring 500 of the industry’s leading suppliers (Leed’s, Bullet, BIC, Norwood, SanMar, Broder, Hit Promotional Products and so many more), to 61 hot-topic education workshops to a Keynote by football legend and local entrepreneur Emmitt Smith, this year’s show is going to be GREAT.

Benefit from all this amazing show has to offer. Register today at www.asishow.com. ASI distributor/decorator members can attend all three days and receive a hotel room for the evening of February 7 at no cost (offer subject to availability).

Not an ASI Member? Click here for a special two-day pass to walk the show floor on February 7-8.